Selling Electronic Media

ISBN-13: 9780240803272 / Angielski / Miękka / 1999 / 488 str.

Ed Shane

Opis

Using interviews with industry leaders and reports of their selling experiences, this book shares insight and practical advice in the basics of selling: prospecting; qualifying; needs analysis; presentations; answering objections; closing; and, relationship management.

Recenzje

It's refreshing to have a text written by a broadcast pro who is sensitive to the academic theory needs of the college classroom. Ed has managed to write a very readable text which blankets the subject matter. Thanks! (Michael Taylor, Valdosta State Univ)I teach Radio and Television at the University of Southern Indiana. Your book is thebest sales text I have ever encountered...real world examples, tips,
concepts, etc. My Senior level sales class is getting the "real story". I
came to teaching after 10 + years in broadcast sales and management; it's
nice to have a book I believe in. - J. Wayne Rinks, Ph.D., Program Chair: Radio/Television at the University of Southern Indiana


"The book provides a broad perspective on media sales while fine-tuning the key methods and principles needed by today's sales professional."
Dr. Sam Parker, Lipscomb University

"very comprehensive, great examples"

Spis treści

The selling environment; The selling process; Research and ratings; Sales management; Casting the Net: selling targets; Selling television advertising; Selling cable advertising; Selling radio advertising; The interactive interim; Epilogue; Appendix 1: Selling against newspapers; Appendix 2: "Selling the Proper Media to Reach Your Target Audience" by Nanette Straw; Appendix 3: Sample sales candidate profile from The H.R. Chally Group; Glossary

O autorze

Ed Shane